Coaching of the sales force:
Methods and tools which proved their efficiency
Every sales force needs to be trained and directed – It is the same for your French & German counterparts! Human resources and the sales force are the major commercial investments for gaining access to the market; this investment should be profitable and requires efficient control. This efficiency depends as much on the tools as on the managing methodology which should be adapted to the market and to the local culture. The balance between laxity and excess of authority is difficult to find. A software, as good as it can be, has never yet managed a sales force.
- What does your sales force really know about the selling strategy, the objectives and the commercial policy?
- Is the reporting efficiently organized and adapted to the French & German markets?
- Is an eye being kept on the competitors? Is this information updated and if so how often?
- How reliable is the level of information handed out by the French & German counterparts? Are emotions taking over from the facts?
- Are there any measurable action plans? Is their implementation being followed up?
The results of your sales force is THE successful key factor in reaching your objectives. If motivation and the necessary abilities are not present, an efficient coaching will enable to identify and promptly correct the insufficiencies and will also help you to make the right decision.
It is essential to maintain the motivation of a good workforce by getting them involved when deciding on your objectives and priorities. Regular coaching interviews enable to set up and follow up a good comprehension of the expectations from the parent company and the priorities in relation to the market. Success is a sharing commodity; failure is an opportunity to progress.
